Senior Manager-GSI Partner

About Exotel

Exotel is the emerging market’s leading full-stack customer engagement platform and virtual telecom operator. We power over 70 million conversations every day for more than 6,000 businesses across India, Southeast Asia, the Middle East, and Africa. With a $100M Series D raise and $50M ARR, Exotel is shaping the future of customer engagement with our omnichannel contact center, communication APIs, and conversational AI platform.

Some of our customers include Grab, Swiggy, Zomato, HDFC Bank, ICICI Bank, DHL Malaysia, Telekom Malaysia, and MNC Group Indonesia. We were proud winners of The ET StartUp Awards 2022 (Comeback Kid category).

Role Overview

We are looking for a driven partnerships professional to own and grow Exotel’s relationships with Global System Integrators (GSIs) and large System Integrators (SIs). This role will focus on creating joint go-to-market (GTM) programs, enabling connector-led opportunities, and building a sustainable funnel for the sales organisation.

You will sit in the Marketing team, working hand-in-hand with Sales clusters to ensure that partnerships translate into a measurable pipeline.

Key Responsibilities

1. Partner Relationship Management

• Build and manage strategic relationships with GSIs and large SIs (Accenture, Deloitte, TCS, Tech Mahindra, etc.).

• Understand partner practice structures to navigate effectively across sales, technical, and industry teams.
• Act as the single point of contact within Exotel for these partner types.

2. Joint GTM & Connector Strategy

• Identify, package, and promote joint solution offerings and connectors that are relevant to mutual customers.
• Co-create marketing assets, sales kits, and enablement material with partners.
• Drive awareness of Exotel capabilities within partner organisations.

3. Pipeline Creation & Sales Collaboration

• Develop partner-influenced funnel and work with Sales clusters to convert into deals.
• Maintain close alignment with sales leaders to ensure partner-sourced opportunities are prioritised.
• Track and report on the influenced pipeline and influenced revenue quarterly.

4. Cross-Functional Execution

• Collaborate with Product Marketing to align positioning with partner value propositions.
• Coordinate with regional sales teams for joint customer engagements where partners have local influence.
• Ensure smooth handoffs between marketing, sales, and product teams for connector-led deals.

5. Market & Partner Intelligence

• Track competitive activity and partner initiatives in the market.
• Provide insights on industry trends and GSI/SI practice priorities.